Client’s own words (COWs).
This is a powerful and effective way of personalising suitability reports. When you gather know your customer (KYC) information (see ‘K’ blog post) try to record some of the client requirements and objectives using their own words, so that you can repeat the quotes back to the client in the reports.
This provides the ultimate in personalisation and is a great way to cement recommendations.
If you can quote something like
“Both you and Beth want to use you maximum ISA allowance for the next 7 years (when you plan to retire Tom) for the purpose of supplementing your retirement income but also to buy that camper van you’ve always wanted and fulfil your dream of driving around Europe”.
Abridged advice – how is it going so far?
Alistair MacDougall Compliance 2015, 2018, 2020, 2021, abridged, Drawdown, FCA, Pension, Pension Transfer, PI, transfer
Based on data and live visits to firms during the period from April 2015 to rule changes in 2018 and 2020, the FCA believed that far too high a proportion of clients were being recommended to transfer safeguarded benefits. This was predicated on the longstanding rule which stated: “… a firm should start by assuming […]